Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only Expert Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

Being Fearless When Facing Procurement

Chris Provines, the Author of Selling to Procurement, Reveals the Goals, Motivations, and Tactics of Today's Purchasing Professionals

Just the hint that Procurement might be getting involved in a deal can cause even the most seasoned sales professionals to start calculating discounts and extending forecast timelines. In this recorded and transcribed interview with Chris Provines, the CEO of Value Vantage Partners and the author of Selling to Procurement, you will learn about:

  • The underlying business and market dynamics that have led to a massive boost in procurement's power and influence.
  • How understanding your opponent's motivations and goals can reduce the fear and uncertainty in your dealings.
  • The common tactics that purchasing professionals will use and how to prepare your team to handle them effectively.
  • How procurement's goals and your sales quotas are destined to collide in the future and put even more pressure on margins.

This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Getting Them to Pay More

    How you get your customers to pay more without having to handhold every single transaction? In this session, learn how to influence willingness-to-pay consistently, systematically, and at-scale.

    View This Webinar

  • The Leading Edge of Customer-Specific Pricing

    In this Expert Interview, Pete Eppele discusses current best practices and sheds light on what leading pricing functions are doing right now to manage and optimize their customer-specific pricing.

    View This Interview

  • The Fundamentals of Value-Based Pricing

    Value-based pricing is like any other business practice in that most of the power comes from mastering the fundamentals. In this on-demand webinar, learn the core concepts and essential processes that generate the most bang for the buck.

    View This Webinar

  • Pricing Thru a Trade War

    When global trade tensions escalate, everything can become more difficult for B2B pricing teams. How do we navigate the turmoil without sacrificing our pricing integrity, our margins, or our own sanity?

    View This Webinar